Liu, Shuang and Liesch, Peter W. and Smith, Joanne R. and Gallois, Cindy and Yi, Ren and Daly, Stephanie (2009) Through the lenses of culture: impact of collectivism orientation on Chinese consumers' intentions to purchase Australian products and services. In: 51st Annual Meeting of the Academy of International Business, 27-30 June 2009, San Diego, USA.
This study reports on the influence of collectivist culture on Chinese consumers’ intention to purchase Australian products and services. Data were obtained from a large-scale online survey completed by 3,171 respondents
across over 20 cities and provinces in the People’s Republic of China. Results indicated that ingroup influence
and product perception, but not marketing efforts, had a significant positive effect on purchasing intention. Selfidentity as a consumer of imported products had a main effect on purchasing intention and also moderated the
strength of association between ingroup influence and intention and between product perception and intention.
When self-identity was low, both ingroup influence and product perception had a greater impact on purchase
intention than when self-identity was high. These findings have important implications for international business
practitioners given that word-of-mouth communication might be more effective than marketing efforts in increasing Chinese consumers’ intention to purchase Australian products and services.
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|Item Type:||Conference or Workshop Item (Commonwealth Reporting Category E) (Paper)|
|Item Status:||Live Archive|
|Additional Information (displayed to public):||(c) 2009 Academy of International Business.|
|Depositing User:||Dr Ren Yi|
|Faculty / Department / School:||Current - USQ Other|
|Date Deposited:||19 Mar 2010 10:26|
|Last Modified:||02 Jul 2013 23:36|
|Uncontrolled Keywords:||purchasing intention, marketing,consumer behaviour, Chinese consumers|
|Fields of Research (FoR):||15 Commerce, Management, Tourism and Services > 1503 Business and Management > 150308 International Business|
|Socio-Economic Objective (SEO):||B Economic Development > 91 Economic Framework > 9104 Management and Productivity > 910403 Marketing|
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